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Route leads by country / region to territory owner

One of 565 written HubSpot workflow specs, by a collective of independent HubSpot consultants.

Professional

Seat pricing: Professional edition. To build it, a GTM Seat or an Ops Seat (an Ops Seat cannot create marketing emails or sequences). Per-hub plans: Sales Hub Professional.

15 steps
Per-hub plans: also Marketing Hub Professional

On per-hub plans, one of its steps belongs to another subscription: add to static list needs Marketing Hub Professional. Both are required to build it as written. On seat pricing the edition covers both.

Updated for HubSpot seat pricing
OutcomeNew leads are routed straight to the correct territory pool based on the country or region on the record, with no separate territory field to keep in sync.
Workflow maplead-routing-006
Contact created / Country set leads to Country/Region?. Country/Region? leads to NA countries: Rotate to NA pool; EMEA countries: Rotate to EMEA pool; APAC countries: Rotate to APAC pool; blank / unmapped: Notify sales ops + add to Needs manual routing list. Rotate to NA pool leads to Set routed date, notify owner, create call task. Rotate to EMEA pool leads to Set routed date, notify owner, create call task. Rotate to APAC pool leads to Set routed date, notify owner, create call task. NA countries EMEA countries APAC countries blank / unmapped Contact created / Country set Country/Region? Rotate to NA pool Rotate to EMEA pool Rotate to APAC pool Notify sales ops + add to Needs manual routing list Set routed date, notify owner, create call task
Contact created / Country set leads to Country/Region?. Country/Region? leads to NA countries: Rotate to NA pool; EMEA countries: Rotate to EMEA pool; APAC countries: Rotate to APAC pool; blank / unmapped: Notify sales ops + add to Needs manual routing list. Rotate to NA pool leads to Set routed date, notify owner, create call task. Rotate to EMEA pool leads to Set routed date, notify owner, create call task. Rotate to APAC pool leads to Set routed date, notify owner, create call task. blank / unmapped Contact created / Country set Country/Region? NA countries Rotate to NA pool EMEA countries Rotate to EMEA pool APAC countries Rotate to APAC pool Notify sales ops + add to Needs manual routing list Set routed date, notify owner, create call task

When to use it, when not to

Use it

  • Use it when territory lines follow country or region and the record already has a reliable country value (from a form, an import, or an enrichment tool).
  • Use it instead of lead-routing-001 when maintaining a separate Territory dropdown feels like extra data-entry for a mapping that country already gives you.
Read more on when to use itShow less

Skip it

  • Do not use it if territory splits do not follow national borders (postal code slices within a single country, or account-based assignment). See lead-routing-033 for a postal code lookup and lead-routing-011 for named-account routing.
  • Do not use it if the country property is unreliable (free-text field, no validation). Clean it up first, see data-quality-002.
Read more on when to skip itShow less

The rest of this spec

Prerequisites · 5 items

Every property with its label, internal name, type and options, plus the assets the workflow needs.

Enrollment · 4 parts

The trigger, the criteria as ticked in the UI, the re-enrollment rule and the suppression list.

Steps · 15 numbered actions

Each action in order with its parameters, branches and delays.

Known pitfalls · 4

Traps seen in production, each with what breaks and what to do instead.

Test plan and UAT script · 5 cases, 3 variants

How to prove it works in a test portal, one case per branch, and a sign-off sheet.

Files · PDF, Markdown, JSON, CSV

The properties JSON creates the fields in one call. The workflow JSON documents the build.

Install · 1 click, switched off

The installer creates the properties and the workflow, switched off, then opens a task for what it cannot create. Nothing is deleted, enabled or enrolled.

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